The role of perceived market orientation on the relationships among the job attitudes of salespeople : a corporate culture perspective /
The purpose of this research was to investigate whether
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| Format: | Thesis Book |
| Language: | English |
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[Place of publication not identified] :
[publisher not identified] ;
1997.
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| Online Access: | http://proxy.library.tamu.edu/login?url=http://proquest.umi.com/pqdweb?did=739839681&sid=1&Fmt=2&clientId=2945&RQT=309&VName=PQD |
| Summary: | The purpose of this research was to investigate whether salespeople's perceptions of the market orientation of the firm moderate the relationships among their customer orientation and job attitudes. Social support theory, a descriptive theory of the social environment, posits that supportive environments help individuals cope with work stress. Market orientation is part of an organization's culture, and market oriented organizations provide employees with facultative, supportive work environments. This research primarily tested whether perceived market orientation weakened the negative effects of role stress on job outcome variables. Data were collected from a regional sales force of a national consumer goods manufacturer (N = 284). The study developed a structural model of salespeople's perceptions of the firm's market orientation, the salespeople's customer orientation, role perceptions, job satisfaction and organizational commitment. The results were analyzed using multiple group, moderated regression, and subgroup analyses. In general, the results did not provide empirical support for the moderating hypotheses. Instead, the findings suggest that perceived market orientation is a predictor variable. |
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| Item Description: | Vita. "Major Subject: Marketing". |
| Physical Description: | xi, 175 leaves : illustrations ; 28 cm. Issued also on microfiche from University Microfilms Inc. |
| Bibliography: | Includes bibliographical references: pages 134-147. |